Recognizing the value of ABC

By Industrial Distribution Staff -- Industrial Distribution, 6/1/1999

I am Director of ABC for Industrial Distribution Group and would like to thank you for your editorial ["Is it time to fire some customers," May 1999]. You have stated what a few of us have been saying for a while, but what many don't want to hear. Within IDG we are using ABC to do just what you wrote about; make wise decisions about who we do business with and how we do it. It is a process that evolves over time as sales people learn the value of ABC and the importance in this market of understanding true profitability. A couple of our IDG business units have done exactly what you described, firing customers who were unprofitable. I appreciate hearing from someone else who understands that every sales dollar is not a good one.

Thank you,

David R. Massie

Director of ABC

Industrial Distribution Group